Negotiating by email has advantages — time to think, a record, no pressure to react. But it needs care. Here are principles and templates for negotiating terms and price in writing.
Be clear and warm
Written words can read as cold, so add warmth: 'Thanks for the proposal — I'm keen to make this work. A couple of points on the terms...' Clarity plus warmth keeps email negotiation constructive.
Justify and trade in writing
State your position with a reason and offer a trade: 'Given the scope, we'd need X on price — and we're happy to commit to a two-year term in exchange.' Written trades protect value just like spoken ones.
Keep the door open
Frequently asked questions
How do I negotiate by email?
Be clear and warm, justify your position with reasons, trade concessions in writing, and keep the door open.
Is email negotiation a good idea?
It has advantages — time to think and a record — but needs warmth so it doesn't read as cold.
How do I protect value in writing?
Trade every concession: 'we'd need X on price, and we'll commit to Y in exchange.'
How can I get better at this?
Book a free 30-minute class to practice it 1-on-1 with Digby R. Kerr.
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